Think Strategically. Execute Brilliantly.

Sales and presentation specialist Anne Miller has a way of getting me thinking with her blog posts. This one is no different! It got me thinking about what I could change to start thinking strategically and executing brilliantly!

Einstein was afraid that technology might outrun our humanity. Not sure he was talking about email and info overload, but his concern certainly applies in high stakes communication situations.

Technology has us all rushing around working faster and faster. Time to think has been lost. In a business world of increasing complexity, commoditization of offerings, and limited attention spans, failure to push back and protect your time to think can be fatal to your bottom-line.

Here are two examples of how failure to think strategically results in an inability to execute brilliantly.

In Presenting...

I see people failing to think in these basic, but critical, areas:
1. What is the clear, crisp, memorable message I want to leave with my listeners?
2. What is the specific appropriate next step I want from my listeners?
3. What are the best ways to visually support what I am saying?
Poor strategic thinking leads to confusion, longer sales cycles, and/or no sale.
In Negotiating...

I see people failing to think in these, again, basic, but critical, areas:
1. What will I ask for, what will I accept, what will I walk away from?
2. What can I trade to prevent deadlock?
3. What does the other side need to feel good about our agreement?

Poor strategic thinking here leads to weakened relationships, money left on the table, or no deal when one was possible.


Slow Down

Years ago, before our current tech info deluge, I used to say, laughingly, to seminar attendees, "Engage mind before mouth." Now, I say that in total seriousness. The stakes are too high to waste those precious face-to-face opportunities you have with clients. Think first. Execute second.

Sales and presentation specialist Anne Miller is the author of "Metaphorically Selling" and "Make What You Say Pay!". Check out her site at www.annemiller.com.